Title: Managing Director, Research Account Management Location: Remote Number: 610864 Job Category: Sales Job Department: Commercial Job Family: Commercial Account Management Job Type: Full Time Level: Director Job Description: About EAB At EAB, our mission is to make education smarter and our communities stronger. We work with more than 2,800 institutions to drive transformative change through data-driven insights and best-in-class capabilities. From kindergarten to college to career, EAB partners with leaders and practitioners to accelerate progress and drive results across enrollment, student success, institutional strategy, data analytics, and advancement. We work with each partner differently, tailoring our portfolio of research, technology, and marketing and enrollment solutions to meet the unique needs of every leadership team, as well as the students and employees they serve. At EAB, we serve not only our partner institutions but each other—that's why we are always working to make sure our employees love their jobs and are invested in their communities. See how we've been recognized for this dedication to our employees by checking out our recent awards. The Role in Brief: Managing Director, Research Account Management (Team Lead) The Managing Director, Research Account Management, will lead a team of Account Managers responsible for driving retention, and growth across a $60M+ renewal pool for EAB’s Research programs. This leader will oversee renewal and expansion strategy, coach the team on complex partner engagement and negotiations, and directly support the most strategic, complex, or at-risk partnerships. The role requires strong commercial judgment, executive presence, people leadership, and cross-functional collaboration with Sales, Product, Research, and Success teams to strengthen partner relationships, translate data and market feedback into business strategy, and improve renewal and share-of-wallet outcomes. This role reports to the Vice President, Research Account Management and Partner Success. This position may be based in Washington, DC; exceptional candidates based remotely within the continental United States are also encouraged to apply. This position is also posted at the Senior Director level; applicants are being considered at both levels for the single opportunity. Primary Responsibilities: Revenue & Pipeline Management · Responsible for a business line/team renewal pool of $60M+ on an annual basis, including understanding partner decision processes, budgeting cycles, renewal timing, contracting dynamics, oversight for renewal KPIs, revenue projections, pacing, and goal attainment. · Maintain a current view of top renewal risks and opportunities across the team portfolio, including top contracts, partner dynamics, decision risks, weak spots, growth opportunities, and where leadership attention is needed. · Use Salesforce and other data sources to run monthly and quarterly pacing, risk/opportunity reviews, revenue projections, and goal tracking; translate reporting into prioritized action for the team. · Generate ideas and lead save, renewal, and growth plays that improve renewal rate performance beyond current goals. · Manage team against Salesforce and other data tracking and reporting expectations, ensuring high-quality and timely compliance. Skilled Negotiation · Lead complex and sensitive negotiations, challenging renewal discussions, and creative contracting; coach and upskill the team in this area. · Support Account Managers in developing value-based renewal narratives, escalation strategies, and save plans that go beyond discounting when partners question value or face budget pressure. Partner Knowledge, Portfolio Command & Engagement · Conduct consultative one-on-one presentations to educate partners on EAB services, acting as an escalation point for the team as needed. · Manage team against developing a deep knowledge of partner priorities at the institutional level as well as by partnership program, and mapping to effective commercial value narratives. · Understand partner internal politics and key influencers; coach Account Managers on how to navigate complex partner dynamics. Data-Driven Prioritization & Operating Cadence · Build and maintain repeatable operating rhythms for the team, such as renewal reviews, large-contract reviews, account-planning sessions, top-risk/top-opportunity trackers, and 30/60/90 follow-up plans. · Use partner and portfolio signals - including utilization, impact evidence, diagnostic calls, APRs or success plans, executive/persona engagement, and decision risk - to determine where the team should spend time and where leadership should intervene. · Develop or refine best practices, scripting, collateral, templates, and accountability flows that improve consistency, follow-through, and service quality across the team. · Communicate business priorities, tradeoffs, and next steps clearly through crisp team updates, leadership pre-wires, and action-oriented meetings. Market Intelligence · Monitor and communicate partner and market interests and trends across programs to Sales, Product, Research, Success delivery teams, and Commercial leadership on a regular and ongoing basis. · Synthesize patterns in win/loss themes, partner feedback, value objections, and market needs; translates patterns into recommendations for product, service, messaging, and go-to-market improvements. · Drive product and service strategy by acting as a voice of the market and thought partner to broader leadership. Industry and Content Knowledge · External: Develop a deep understanding of key industry and segment issues and challenges; understand EAB’s point of view on industry issues. · Internal: Develop deep knowledge of EAB programs and offerings; support the team in developing the voice of the market for EAB and other key internal stakeholders; help develop best practices, scripting, and collateral to improve overall service delivery. Internal Collaboration · Partner with Sales, Product, Research, and Success delivery teams to drive value, impact, and renewals while innovating as necessary to help grow the business. · Lead outcomes through influence across shared-ownership workstreams, resolving ambiguity, aligning stakeholders around common plays, and ensuring cross-functional follow-through without relying solely on formal authority. Leadership & Management · Manage a team of Account Managers, driving excellence in service and impact delivery and renewal/commercial outcomes. · Serve as an indirect manager to Account Management Associates. · Support staffing, coverage, onboarding, transition planning, and portfolio deployment decisions; match staff strengths and development needs to portfolio and business priorities. · Coach Account Managers in live business situations, including preparation for difficult partner conversations, role-play, post-call coaching, feedback, measurable development goals, and stretch opportunities. · Coordinate with Account Management leadership and Sales leadership on broader revenue and go-to-market strategy. Basic Qualifications: · Bachelor’s Degree from an accredited College/University. · Minimum of 10-12+ years of post-graduate professional experience. · Experience in Sales, Account Management, Partner Success, and/or an equivalent role, including a revenue quota and proven record of success. · Ability to communicate effectively, both orally and in writing, with senior executives. · Proven ability to meet monthly, quarterly, and annual financial goals. · Proven staff management and coaching experience. · Proven negotiation skills and ability to coach others through complex renewal, value, or contracting conversations. · Experience building relationships internally and externally, and ability to collaborate effectively and manage multiple clients. · Willingness to travel up to 20%, with a virtual partner-facing expectation of up to 70%. · Valid driver’s license. · Experience with at least one of the following: o Client management o Delivering client presentations and facilitating discussion o Teaching and/or breaking down complex or abstract ideas into simpler concepts Ideal Qualifications: · Professional experience serving the education sector and/or experience working within a B-to-B subscription-based content and services organization. · Experience managing a commercial and/or partner success team, including skills coaching, staff career management/pathing, pipeline management, service strategy and utilization management, and motivating toward goals. · Experience building repeatable operating cadence, playbooks, trackers, or accountability systems that improve team execution and follow-through. · Experience working with Product, Research, and delivery teams to drive innovation and influence offerings in support of market and partner feedback and trends. · Analytical thinking skills and ability to use quantitative and qualitative data to prioritize team effort, surface risks/opportunities, and manage processes, projects, and operations. · Proven experience managing multiple, competing priorities to deliver strategic impact. · Strong judgment, executive presence, and ability to handle ambiguous, politically complex, or high-stakes partner and internal situations. · Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB’s mission, values, and aspiration. If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome new perspectives and learn from each other’s unique experiences. We would encourage you to submit an application if this is a role you would be passionate about doing every day. Compensation: The anticipated starting salary (base) range for this role is $112,500 - $150,500 per year. Actual salary varies due to factors that may include but not be limited to relevant experience, skills, and location. At EAB, it is not typical for an individual to be hired at or near the top of the starting salary range for their role. This hire will additionally be eligible for discretionary bonus or incentive compensation. Variable compensation may depend on various factors, such as individual and organizational performance. Benefits: Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package. Our benefits currently include: · Medical, dental, and vision insurance plans; dependents and domestic partners eligible · 20+ days of PTO annually, in addition to paid firm and floating holidays · Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each) · 401(k) retirement savings plan with annual discretionary company matching contribution · Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans · Employee assistance program with counseling services and resources available to all employees and immediate family · Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation · Fertility treatment coverage and adoption or surrogacy assistance · Paid parental leave with phase back to work program for birthing and non-birthing parents · Access to milk shipping service to support nursing employees during business travel · Discounted pet health insurance coverage for dog and cat family members · Company-provided life, AD&D, and disability insurance · Financial wellness resources and membership in a robust employee discount program · Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities This opening is not eligible for visa sponsorship at this time; EAB will thus consider candidates who possess U.S. work authorization that does not require employment-based visa sponsorship now or in the future. At EAB, we believe that to fulfill our mission to “make education smarter and our communities stronger” we need team members who bring a diversity of perspectives to the table and are committed to fostering a workplace where each team member is valued, respected and heard. To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don’t discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.

Title: Senior Director, Research Account Management Location: Remote Number: 610865 Job Category: Sales Job Department: Commercial Job Family: Commercial Account Management Job Type: Full Time Level: Director Job Description: About EAB About EAB At EAB, our mission is to make education smarter and our communities stronger. We work with more than 2,800 institutions to drive transformative change through data-driven insights and best-in-class capabilities. From kindergarten to college to career, EAB partners with leaders and practitioners to accelerate progress and drive results across enrollment, student success, institutional strategy, data analytics, and advancement. We work with each partner differently, tailoring our portfolio of research, technology, and marketing and enrollment solutions to meet the unique needs of every leadership team, as well as the students and employees they serve. At EAB, we serve not only our partner institutions but each other—that's why we are always working to make sure our employees love their jobs and are invested in their communities. See how we've been recognized for this dedication to our employees by checking out our recent awards. The Role in Brief: Senior Director, Research Account Management (Team Lead) The Senior Director, Research Account Management, will lead a team of Account Managers responsible for driving retention, and growth across a $60M+ renewal pool for EAB’s Research programs. This leader will oversee renewal and expansion strategy, coach the team on complex partner engagement and negotiations, and directly support the most strategic, complex, or at-risk partnerships. The role requires strong commercial judgment, executive presence, people leadership, and cross-functional collaboration with Sales, Product, Research, and Success teams to strengthen partner relationships, translate data and market feedback into business strategy, and improve renewal and share-of-wallet outcomes. This role reports to the Vice President, Research Account Management and Partner Success. This position may be based in Washington, DC; exceptional candidates based remotely within the continental United States are also encouraged to apply. This position is also posted at the Managing Director level; applicants are being considered at both levels for the single opportunity. Primary Responsibilities: Revenue & Pipeline Management · Responsible for a business line/team renewal pool of $60M+ on an annual basis, including understanding partner decision processes, budgeting cycles, renewal timing, contracting dynamics, oversight for renewal KPIs, revenue projections, pacing, and goal attainment. · Maintain a current view of top renewal risks and opportunities across the team portfolio, including top contracts, partner dynamics, decision risks, weak spots, growth opportunities, and where leadership attention is needed. · Use Salesforce and other data sources to run monthly and quarterly pacing, risk/opportunity reviews, revenue projections, and goal tracking; translate reporting into prioritized action for the team. · Generate ideas and lead save, renewal, and growth plays that improve renewal rate performance beyond current goals. · Manage team against Salesforce and other data tracking and reporting expectations, ensuring high-quality and timely compliance. Skilled Negotiation · Lead complex and sensitive negotiations, challenging renewal discussions, and creative contracting; coach and upskill the team in this area. · Support Account Managers in developing value-based renewal narratives, escalation strategies, and save plans that go beyond discounting when partners question value or face budget pressure. Partner Knowledge, Portfolio Command & Engagement · Conduct consultative one-on-one presentations to educate partners on EAB services, acting as an escalation point for the team as needed. · Manage team against developing a deep knowledge of partner priorities at the institutional level as well as by partnership program, and mapping to effective commercial value narratives. · Understand partner internal politics and key influencers; coach Account Managers on how to navigate complex partner dynamics. Data-Driven Prioritization & Operating Cadence · Build and maintain repeatable operating rhythms for the team, such as renewal reviews, large-contract reviews, account-planning sessions, top-risk/top-opportunity trackers, and 30/60/90 follow-up plans. · Use partner and portfolio signals - including utilization, impact evidence, diagnostic calls, APRs or success plans, executive/persona engagement, and decision risk - to determine where the team should spend time and where leadership should intervene. · Develop or refine best practices, scripting, collateral, templates, and accountability flows that improve consistency, follow-through, and service quality across the team. · Communicate business priorities, tradeoffs, and next steps clearly through crisp team updates, leadership pre-wires, and action-oriented meetings. Market Intelligence · Monitor and communicate partner and market interests and trends across programs to Sales, Product, Research, Success delivery teams, and Commercial leadership on a regular and ongoing basis. · Synthesize patterns in win/loss themes, partner feedback, value objections, and market needs; translates patterns into recommendations for product, service, messaging, and go-to-market improvements. · Drive product and service strategy by acting as a voice of the market and thought partner to broader leadership. Industry and Content Knowledge · External: Develop a deep understanding of key industry and segment issues and challenges; understand EAB’s point of view on industry issues. · Internal: Develop deep knowledge of EAB programs and offerings; support the team in developing the voice of the market for EAB and other key internal stakeholders; help develop best practices, scripting, and collateral to improve overall service delivery. Internal Collaboration · Partner with Sales, Product, Research, and Success delivery teams to drive value, impact, and renewals while innovating as necessary to help grow the business. · Lead outcomes through influence across shared-ownership workstreams, resolving ambiguity, aligning stakeholders around common plays, and ensuring cross-functional follow-through without relying solely on formal authority. Leadership & Management · Manage a team of Account Managers, driving excellence in service and impact delivery and renewal/commercial outcomes. · Serve as an indirect manager to Account Management Associates. · Support staffing, coverage, onboarding, transition planning, and portfolio deployment decisions; match staff strengths and development needs to portfolio and business priorities. · Coach Account Managers in live business situations, including preparation for difficult partner conversations, role-play, post-call coaching, feedback, measurable development goals, and stretch opportunities. · Coordinate with Account Management leadership and Sales leadership on broader revenue and go-to-market strategy. Basic Qualifications: · Bachelor’s Degree from an accredited College/University. · Minimum of 8-10+ years of post-graduate professional experience. · Experience in Sales, Account Management, Partner Success, and/or an equivalent role, including a revenue quota and proven record of success. · Ability to communicate effectively, both orally and in writing, with senior executives. · Proven ability to meet monthly, quarterly, and annual financial goals. · Proven staff management and coaching experience. · Proven negotiation skills and ability to coach others through complex renewal, value, or contracting conversations. · Experience building relationships internally and externally, and ability to collaborate effectively and manage multiple clients. · Willingness to travel up to 20%, with a virtual partner-facing expectation of up to 70%. · Valid driver’s license. · Experience with at least one of the following: o Client management o Delivering client presentations and facilitating discussion o Teaching and/or breaking down complex or abstract ideas into simpler concepts Ideal Qualifications: · Professional experience serving the education sector and/or experience working within a B-to-B subscription-based content and services organization. · Experience managing a commercial and/or partner success team, including skills coaching, staff career management/pathing, pipeline management, service strategy and utilization management, and motivating toward goals. · Experience building repeatable operating cadence, playbooks, trackers, or accountability systems that improve team execution and follow-through. · Experience working with Product, Research, and delivery teams to drive innovation and influence offerings in support of market and partner feedback and trends. · Analytical thinking skills and ability to use quantitative and qualitative data to prioritize team effort, surface risks/opportunities, and manage processes, projects, and operations. · Proven experience managing multiple, competing priorities to deliver strategic impact. · Strong judgment, executive presence, and ability to handle ambiguous, politically complex, or high-stakes partner and internal situations. · Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB’s mission, values, and aspiration. If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome new perspectives and learn from each other’s unique experiences. We would encourage you to submit an application if this is a role you would be passionate about doing every day. Compensation: The anticipated starting salary (base) range for this role is $85,000 - $116,500 per year. Actual salary varies due to factors that may include but not be limited to relevant experience, skills, and location. At EAB, it is not typical for an individual to be hired at or near the top of the starting salary range for their role. This hire will additionally be eligible for discretionary bonus or incentive compensation. Variable compensation may depend on various factors, such as individual and organizational performance. Benefits: Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package. Our benefits currently include: · Medical, dental, and vision insurance plans; dependents and domestic partners eligible · 20+ days of PTO annually, in addition to paid firm and floating holidays · Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each) · 401(k) retirement savings plan with annual discretionary company matching contribution · Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans · Employee assistance program with counseling services and resources available to all employees and immediate family · Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation · Fertility treatment coverage and adoption or surrogacy assistance · Paid parental leave with phase back to work program for birthing and non-birthing parents · Access to milk shipping service to support nursing employees during business travel · Discounted pet health insurance coverage for dog and cat family members · Company-provided life, AD&D, and disability insurance · Financial wellness resources and membership in a robust employee discount program · Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities This opening is not eligible for visa sponsorship at this time; EAB will thus consider candidates who possess U.S. work authorization that does not require employment-based visa sponsorship now or in the future. At EAB, we believe that to fulfill our mission to “make education smarter and our communities stronger” we need team members who bring a diversity of perspectives to the table and are committed to fostering a workplace where each team member is valued, respected and heard. To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don’t discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.

Company Description It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone-freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow- helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people. Job Description You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within several, defined HiTech customers with over 5000 employees. What you get to do in this role: - Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales - Oversee client relationship mapping to the account team, orchestrating an account strategy across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.) - Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help help their IT roadmap - Identify the right specialist/support resources to bring into a deal, at the right time Qualifications To be successful in this role you have: - Current location in the Bay Area, California strongly preferred. West Coast metro is required. - Demonstrated success selling enterprise platforms into Enterprise Technology accounts - 7+ years quota-carrying, full-cycle AE experience within enterprise software organizations - History consistently achieving/exceeding sales targets - Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry. - Experience establishing trusted relationships with current and prospective clients and other teams - Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships - The ability to understand the "bigger picture" and our plans around IT - Experience promoting a customer success focus in a "win as a team" environment For positions in this location, we offer a base pay of $127,100 - $187,950, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location. Additional Information Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service. Equal Opportunity Employer ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. Accommodations We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance. Export Control Regulations For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.

Company Description It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone-freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow- helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people. Job Description We are seeking a highly motivated leader and team player to drive and support a plan to accelerate and scale the growth of our AWS business. You will focus on enterprise customers in the Banking, Insurance, and Wealth Management industries. This role includes responsibility for meeting sales quota and pipeline forecasting. You will build close relationships with customers, AWS, and ServiceNow field sellers while leading virtual teams including solution sales, solution consulting, partner, product, and operations. This is a key and strategic role that requires a balance of sales, strategy and a roll-up your sleeves and 'get it done' attitude. Success requires the execution of a plan to develop and accelerate the growth of AWS revenue both with top existing customers and to land new enterprise customers. You must be a highly motivated team player with expertise working in a fast paced, cross-functional manner where change is constant. You have the ability to establish broad senior level relationships. You have a proven track record of delivering results and getting things done. You demonstrate strong business acumen, have outstanding communication skills and are able to effectively build relationships, negotiate complex contracts and influence large purchase decisions for the biggest brands in the world. What you get to do in this role: - Create an AWS sales plan with Americas leadership to drive growth and then bring it to life. Leverage your passion for driving sales results to close. - Build trust and deep multi-tiered relationships through the customers' organization, from business unit teams to CxO level - Work with the greater ServiceNow solution teams to develop a ServiceNow solution based on the customer's strategic outcomes - Manage relationships between ServiceNow, AWS and executive-level customers - Present the value of the partnership evangelizing joint innovation use cases - Negotiate complex contracts - Build mindshare within AWS field sales leadership and account teams to drive sales - Develop a clear roadmap across the customer, AWS and ServiceNow teams to promote an outstanding customer experience - Ensure customers are at the center of everything. Deliver high-value outcomes for customers - Ensure alignment with Value Selling (ie: Value Prompter), NowSell principles and partner 3-way sales - Tackle strategic projects to smooth hyperscaler adoption across ServiceNow inclusive of operations, finance, reporting, enablement, and deal desk. - Responsible for weekly pipeline reporting, progress updates, customer references, deal registration - Work with marketing to plan events, land public customer references and drive customer engagement including stage presence at major events In order to be successful in this role, we need someone who has: - 10+ years of experience in large client management, and aligning account strategies to revenue opportunities - 5+ years of experience as a Client Director or equivalent role with validated multi-million-dollar sales solutions experience and Executive level relationship management - Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations) - Ability to understand broad, macro-level business and IT needs for the largest, most well-known brands in the world Qualifications - Background experience from a career working at ServiceNow and/or AWS - Strong track record of exceeding sales targets by 150-200% - High energy, enthusiasm, and passion for the business. - Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace - Comfortable with ambiguity, complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques. - Excellent spoken and written communication, interpersonal, relationship building skills - Experience leading virtual and matrixed teams - ServiceNow platform and AWS Cloud Practitioner training a plus (not required) - Travel up to 50% FD21 For positions in this location, we offer a base pay of $174,180 - $258,000, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location. Additional Information Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service. Equal Opportunity Employer ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. Accommodations We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance. Export Control Regulations For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.